Jan 31, 2012
By John Byrne
If you don’t know Mark Matson, CEO of Matson Money, a Cincinnati-based investment advisory firm with some $3 billion in AUM, it’s not his fault....
Jan 18, 2012
By Charles Paikert
Given the chaotic financial environment of the past few years, innovative wealth management firms see a real business need to improve the softer side of how they interact with clients. ...
Jan 11, 2012
By Stephen Boswell and Kevin Nichols
Greensboro: “How can my goals be any more important to me than they already are,” moaned Arnold, during the Q & A of our FastTrack for Growth workshop, adding final emphasis with “If I don’t hit my new assets targets I need to find a new career.” ...
Jan 6, 2012
By David Trainer
Short equities. Why? Logically, it is clear that no one can spend more money than he has forever. It is also clear that there is too little political will to raise that critical fact as a reason for forcing the unpleasant changes in Europe (or America, for that matter) required to return to economic health. It seems the preference is to continue in our profligate ways until there are absolutely no alternatives....
Jan 1, 2012
By Matt Oechsli
Staying relevant involves a special combination of the professional and the personal....
Jan 1, 2012
By Brad Zigler
Using the past to lay odds on the future....
Jan 1, 2012
By Anne Field
Moving to a new town without losing any of your old clients is easier than ever. ...
Dec 29, 2011
By Jerry Gleeson
A year after its launch, a New York-based services provider for high-end wealth managers hopes to draw more advisors to its platform by offering access to the kind of research that’s usually available only to institutional players. Dynasty Financial Partners expects to unveil its new program by the end of the first quarter of 2012. ...
Dec 14, 2011
By Matt Oechsli
The mantra for any type of social prospecting is strategic intent, and holiday schmoozing is tailored made for this. In simple terms, this means that you approach every social activity during the holidays with a game plan. You know who will be attending, whom you will know, whom you want to meet, and whom you’re targeting to romance into your pipeline....
Dec 2, 2011
By Diana Britton
Tampa, Fla.-based Calton & Associates, an independent broker/dealer with over $2 billion in assets, has recently ramped up its marketing and recruiting efforts after flying under the radar for the last 25 years. The firm plans to build itself up through mergers and acquisitions with smaller b/ds as well as by bringing on new reps and RIAs....
Dec 1, 2011
By Matt Oechsli
The founder of Wal-Mart has ideas of value to advisors....
Nov 30, 2011
By John Aidan Byrne
Financial advisors at UBS Wealth Management Americas (WMA) are about to go more mobile -- in a far-reaching pilot program that enables them to use an extensive array of UBS tools and other applications. At the heart of the technology is an application engineered by a Silicon Valley startup. ...
Nov 16, 2011
By Diana Britton
Over the last year or so, advisors have been struggling to get their clients out of cash, but how much cash are your clients really holding? Investors say they’re holding 27 percent of their investable assets in cash, according to an MFS Investment Management survey of 929 investors. Generation Y investors lead the pack, allocating 33 percent to cash, up from 30 percent in February. ...
Nov 14, 2011
By Diana Britton
Raymond James recently launched a two-year, mentor-type training program for new advisors, and it hopes the program will be more conducive to attracting and retaining women, although the program is not solely targeting women. Raymond James’ entire advisor force is about 17 percent women, but the inaugural class of the Advisor Mastery Program is already 34 percent female....
Nov 2, 2011
By Matt Oechsli
Dallas: “I’ve read your book Elite Teams and thought it was full of useful information,” said Tim in a very complimentary tone. He then followed with his question, “I understand the importance of holding an annual retreat, but I’ve never held one. Is it too late to pull one together?” ...
Oct 13, 2011
By John Aidan Byrne
Financial advisors are finally catching up with their clients in mobile computing. They are accelerating their use of mobile communications gadgets, and prepared to buy a whole lot more, according to a new survey by Aite Group. That emerged today as one in three FAs said they had recently switched from standard mobile to smart phones and tablet devices for accessing business applications, according to the survey....
Sep 13, 2011
By Charles Paikert
Wildfires, soaring temperatures and Governor Rick Perry aren’t the only things hot about Texas these days. The Lone Star States’ booming wealth management market is also attracting considerable attention, most recently by private equity powerhouse The Caryle Group’s purchase of the largest minority stake in Houston-based Avalon Advisors. ...
Sep 9, 2011
By Anne Field
It isn't cheap or easy, but for many financial advisors a radio show is an invaluable prospecting tool....
Sep 1, 2011
By Matt Oechsli
If I were Dr. Phil prescribing a treatment for advisor morale, it would be simple — commit yourself to becoming elite....
Aug 31, 2011
By Matt Oechsli
Times of crisis separate elite advisors from the masses....
Aug 24, 2011
By Jerry Gleeson
Assets in college-targeted 529 savings plans are growing at double-digit rates, but financial advisors appear to be on the sidelines when it comes to working with clients on the product, a new report by Fidelity Investments suggests. In only 38 percent of cases where clients work with advisors and buy 529 plans do the advisors proactively suggest doing so; parents “continue to drive the discussion,” says Fidelity’s fifth annual College Savings Indicator. ...
Aug 19, 2011
by Kevin Nichols, Director of Marketing at The Oechsli Institute
Ashley is a veteran advisor who has been invited to her company recognition trip with thirty of her fellow top performers. To the others who heard her question, she made a valid point. But they are missing the big picture. Social Media isn’t just a “hip” way to reach clients or prospects; it’s a tool that can be used in the midst of shaky markets for broadening your reach by positioning yourself as a calming presence. ...
Mar 16, 2011
By Charles Paikert
Lessons learned from the financial crisis of 2008 and 2009 are serving wealth managers well as they—and their clients—confront a cascade of unsettling economic news from the Mideast and Japan....
Mar 2, 2011
By Charles Paikert
The personal touch is still the most effective way for wealth managers to grow their business, but the use of social media is gaining fast, according to a new study by Advisors Trusted Advisor, a Medfield, Mass.-based practice management consulting firm....
Feb 23, 2011
By Jerry Gleeson
PriceMetrix Chief Executive Doug Trott has a message for fee-based advisors: think about charging more. The Toronto-based practice management and software business says it’s seeing growth among its fee-based clients but that pricing is under pressure....
